Associate Director, Business Account Management

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Job description

*PURPOSE*
*The Business Account Management (BAM) group is the bridge between Sales and Contracts & Proposals on our key accounts. Providing global seamless end to end support to the external customer and internal stakeholder.*
*BAM drives customer value as global solution architects of customized business relationships and the development, implementation, and management of enterprise wide business solutions.*
*RESPONSIBILITIES*

* Strategic focus of the end to end budgeting and contracting process from RFP through the study lifecycle across the account portfolio;
* Establish and maintain process alignment with the customer from RFP through to final budget and contract reconciliation;
* Develop and maintain customer relationships based on trust, credibility, transparency and expertise;
* At the initial stages of the Partnership provide guidance and direction on the overall partnership and lead certain workstreams such as Commercial Constructs;
* Closely work with BD to support pre-RFP engagement, development of quality budget and proposal, budget negotiations, bid defense preparation and participation in bid defense meetings if feasible
* Internal and external process improvement and development;
* Share knowledge of account history, challenges of account, position of account and influence proposals and contracts strategy accordingly;
* Point of escalation in Contracts and Proposals for account specific issues/challenges etc.;
* Account planning representation and participation to guide GBO on future customer strategy to ensure current and future contracts & proposal needs are understood and met;
* Where possible, gather and track preliminary information on account pipeline (early feasibility/capability) to supplement account strategy knowledge and allow for resource planning within GBO;
* Proactively inform GBO line management of future resource needs based upon known customer knowledge;
* Drive the execution strategy for unsigned contracts and report to Executive management;
* Attend and participate in Governance Committees (steering, operational committee meetings, working groups and account initiative meetings or oversight of sub-group committees);
* Represent GBO in other customer meetings, as appropriate;
* Matrix management of team aligned to account and input into staff appraisals where required;
* Training and leadership of the Customer process and nuances;
* Provide account metrics to the customer and internal stakeholders as required, using such data to drive account improvements and optimization where possible; and
* Perform other duties as required.
All responsibilities are essential job functions unless noted as nonessential (N).
*REQUIRED KNOWLEDGE, SKILLS AND ABILITIES*

* Knowledge of proposals and contracting process
* Minimum of 7-10 years applicable experience in contracts or proposals
* Ability to negotiate and drive strategy
* Ability to develop and maintain relationships
* Ability to influence others
* Ability to understand the pharmaceutical and CRO industry and nuances of clinical trials.
*MINIMUM REQUIRED EDUCATION AND EXPERIENCE*

* Degree in Life Science, Business Management or related field and 10 - 12 years experience in Contracts or Proposals; or equivalent combination of education, training and experience.
*PHYSICAL REQUIREMENTS*

* Extensive use of telephone and face-to-face communication requiring accurate perception of speech
* Extensive use of keyboard requiring repetitive motion of fingers
* Regular sitting for extended periods of time
* Occasional travel.
At IQVIA, we believe in pushing the boundaries of human science and data science to make the biggest impact possible - to help our customers create a healthier world. The advanced analytics, technology solutions and contract research services we provide to the life sciences industry are made possible by our 70,000+ employees around the world who apply their insight, curiosity and intellectual courage every step of the way. Learn more at [jobs.iqvia.com]().